Category: Category Management Training

Check out our popular blog post on “8 Ways to Move to More Advanced Category Management Analytics”

Click here to check out our very popular blog posting from last week:

If you want to get regular updates to our NEW Category Management blog, you need to subscribe to our new blog at


Category Management Knowledge Group’s blog is moving!

Hi to all of our subscribers,
As a subscriber to our Category Management blog (which has >10,000 subscribers!), I’d like to invite you to our new Category Management Blog that will replace our existing blog in the upcoming months.  You need to subscribe yourself to the new blog using the following instructions.

Click on the link to the new site:
To subscribe, after you click on the link, simply input your email address on the righthand side of the screen (see image below).

[caption id="attachment_1370" align="aligncenter" width="274"]

Category Management Training Partners: Choosing the Right One

Many individuals who are tasked with the responsibility of researching category management training companies and their offerings, or even making the training purchase for a team or organization, are new to the task. It’s not a task to be taken lightly, nor a decision that should be made without some careful considerations.  Based on this, I’ve compiled some ideas that you should take into consideration if you are tasked with this important responsibility.  If you haven’t gone down the path of purchasing training, I hope that you will find this blog useful.
1.  Training …

Category Management Foundations First; Collaboration Second

Collaboration is one of the buzzwords of 2014.  If your organization has “collaboration” as one of its key focus areas this year, you should ensure your category management foundations are right first.  In this blog, I’ve put together eight “essentials” required for more strategic category management.  These category management essentials will help create a platform from which collaboration will be much more achievable between retailers and suppliers.
1.  Know the Retailer’s Strategies:
The Retailer Strategy is an umbrella that drives all the different components of …

Category Management Analysis: Are Your Brands “Over” or “Under” Developed?

by Sue Nicholls, Category Management Knowledge Group

Category Management Analysis

As a category manager working for a retailer, you may have heard  “You are underdeveloped in Brand X or Segment Y in the category, and there’s an opportunity for you to grow in this brand or segment”.  As a category management analyst or sales person working for a supplier, you may have heard “Your retailer is underdeveloped in Brand X, and there’s an opportunity for this retailer to increase development in our brand”.  In both of …

Category Management Training: There’s Nothing “Fair” About a “Fair Share Index”

by Sue Nicholls, President, Category Management Knowledge Group

In today’s world, there is much emphasis on deriving effective and strategic insights in category management.  With all of the incredible data sources available to both retailers and suppliers, there are certain measures that are consistently used to derive these insights.  For some of these more commonly used measures, there’s a tendency to generalize the interpretation of the numbers, or not scratch below the surface and think about what the numbers really mean.

One example of this is “index”, which …

Category Management Training: Turning Your Presentations from “Drab” to “Fab”

by Sue Nicholls, President, Category Management Knowledge Group

Category Management TrainingThis week’s blog is an extension of some of my other blogs over the past few months that have focused on Fact-Based Selling and Presentation Skills.  At Category Management Knowledge Group, we run many live category management training sessions with clients and students.  We also run optional, added-value live webinars with all of our students that are participating in one of our training programs (including a …

Category Management Training: Increase ROI on Your Data Investment

by Sue Nicholls, Category Management Knowledge Group


Many organizations spend many millions of dollars on providing data and data access to their organization.  The purchase results in a data-rich organization.  The problem is that, for many organizations, they are not getting the expected return on investment, with low data usage across the organization.  This is because data is just data – it doesn’t build capability on its own.  This blog posting will talk about the 4 requirements to maximize your data investment, for both …

5 Category Management Barriers to Collaboration For Retailers /Suppliers

by Michelle Patterson, Director of Training & Development, Category Management Knowledge Group

I’ve been asked a number of times this year for my “Insider Perspective” on the challenges facing retailers and manufacturers in their attempt to move to a more collaborative approach in their business.  More specifically, I’ve been asked for examples on how to overcome those barriers through capability development.   There are many great studies and papers available on the topic, most of which I’ve read, in areas like  Big Data, Retailer-Supplier Collaboration, and Shopper Insights, but the industry is crying for examples….

Category Management: Addressing data gaps in a limited data environment

Category Management on Limited DataIn category management, data is one of the key requirements (some other requirements are organizational alignment, collaborative mindset and technical tools/automation).  In today’s world, as manufacturers, retailers, brokers and consultants, we are bombarded with new and different data sources all of the time.  But ironically, at the same time, most organizations find themselves in one – or possibly many – “data-poor” scenarios.  In scenarios where there is limited data, some of the …

Next Page »